MAR 3400 PROFESSIONAL SELLING EXAM QUESTIONS AND
ANSWERS WITH COMPLETE SOLUTIONS VERIFIED GRADED A++
Planning For Sales Call
Most important step... often overlooked
Preparation
-Background research
-Decision making process
-Identify people in power
-Identify influential figures
Awareness Building
Establish a rapport and build credibility. Get to know your prospect and their business
situation
Misalignment
Biggest issue when selling and buyer are not on the same page. Avoid this.
Red Light
Things that stop the process like budget cuts ot competitors
Green Light
Desired outcomes that allow you to proceed to the next step
Yellow Light
Stalling indication. This needs to be changed with sharing/teaching to reach either
green or red
, Strategic Planning Process Steps
1. Figure out where you are
2. identify what is important
3. Define what you want to receive
4. Figure out who is accountable
5. Review and Repeat
Call Objectives: SMART
Specific
Measure
Achievable
Realistic
Time Based
Effective Objectives
Primary, Optimistic, Minimum, Secondary
Effective Objective example
I hope would do... will likely... at most
Primary Objective
Actual goal the salesperson hopes to achieve
Minimum Call Objective
The minimum a salesperson hopes to achieve
Optimistic Call Objective
The best possible outcome
Secondary Call objective
ANSWERS WITH COMPLETE SOLUTIONS VERIFIED GRADED A++
Planning For Sales Call
Most important step... often overlooked
Preparation
-Background research
-Decision making process
-Identify people in power
-Identify influential figures
Awareness Building
Establish a rapport and build credibility. Get to know your prospect and their business
situation
Misalignment
Biggest issue when selling and buyer are not on the same page. Avoid this.
Red Light
Things that stop the process like budget cuts ot competitors
Green Light
Desired outcomes that allow you to proceed to the next step
Yellow Light
Stalling indication. This needs to be changed with sharing/teaching to reach either
green or red
, Strategic Planning Process Steps
1. Figure out where you are
2. identify what is important
3. Define what you want to receive
4. Figure out who is accountable
5. Review and Repeat
Call Objectives: SMART
Specific
Measure
Achievable
Realistic
Time Based
Effective Objectives
Primary, Optimistic, Minimum, Secondary
Effective Objective example
I hope would do... will likely... at most
Primary Objective
Actual goal the salesperson hopes to achieve
Minimum Call Objective
The minimum a salesperson hopes to achieve
Optimistic Call Objective
The best possible outcome
Secondary Call objective
